Public policy • phoenix az
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Principal, Public Sector Business Development and Skills Funding
Location: United States, Remote with travel
About the Role
Cornerstone is expanding its commitment to workforce transformation through state, county, and federal partnerships. We are building a dedicated public sector growth engine focused on unlocking government funded reskilling and upskilling initiatives that drive adoption of Cornerstone’s skills, learning, content, and Workforce AI solutions.
We are seeking a Principal of Public Sector Business Development and Skills Funding to originate, develop, and close publicly funded workforce transformation opportunities.
This is a revenue generating, business development role. The leader in this position will identify public funding streams, build strategic government relationships, structure public private partnership models, and convert funding into scalable program adoption.
This role will be instrumental in aligning Cornerstone’s commercial strategy with government workforce priorities and broader global commitments to skills based transformation.
In this role you will...
Originate and Close Publicly Funded Revenue
• Build and manage a pipeline of state, county, and federal funded opportunities.
• Identify funding sources including workforce development grants, economic development programs, and public innovation funds.
• Structure funding opportunities into commercially viable adoption models.
• Lead RFP, grant, and procurement responses in partnership with internal teams.
• Close complex multi stakeholder deals involving government agencies, nonprofits, and enterprise partners.
Develop Government and Ecosystem Relationships
• Establish executive level relationships across state workforce agencies, county governments, economic development boards, and federal departments.
• Engage Governors’ offices, workforce directors, and policy leaders to align Cornerstone’s platform to workforce priorities.
• Build nonprofit and education partnerships that strengthen funding applications and program delivery.
• Represent Cornerstone in workforce coalitions and industry forums.
Build a Scalable Public Sector Growth Motion
• Design repeatable GTM models that translate public funding into technology adoption.
• Align public sector strategy with enterprise demand for reskilling and talent mobility.
• Partner with sales leadership to integrate publicly funded programs into broader account strategies.
• Develop a structured approach to tracking funding cycles, legislative priorities, and procurement calendars.
Align to Workforce AI and Skills Strategy
• Position Cornerstone’s learning, content, skills intelligence, and Workforce AI capabilities as foundational infrastructure for state level workforce modernization.
• Translate policy priorities into commercially scalable adoption programs.
• Support category leadership in public private skills partnerships.
You've got what it takes if you've got...
• 8 to 12 years of experience in public sector sales, government business development, workforce solutions, or grant funded commercialization.
• Proven track record generating revenue through state, local, or federal government channels.
• Demonstrated success identifying and securing public funding that translates into technology adoption and ARR.
• Experience carrying quota or leading revenue targets in complex public sector environments.
• Strong network across state workforce agencies, county leadership, federal workforce bodies, economic development offices, and nonprofit partners.
• Experience navigating government procurement cycles, RFP processes, and public funding approvals.
• Ability to originate opportunities, build pipeline, and close multi stakeholder deals.
• Executive presence and comfort engaging senior government officials and cross sector partners.
• Strong commercial acumen, able to structure public private partnership models that create sustainable revenue streams.
• Entrepreneurial mindset with the ability to build a new business line from zero to scale.
• Experience selling learning platforms, workforce technology, skills intelligence, or adjacent enterprise solutions preferred.
Success Metrics
• Public sector ARR generated
• Public funding secured and converted into adoption
• Pipeline growth across state and county opportunities
• Number of active public private partnerships
• Repeatable GTM motion established within 12 to 18 months
Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com
